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Returning Lost Elements in the Sales Process: Manum Dare

In: Novel Methods and Technologies for Enterprise Information Systems

Author

Listed:
  • Richard Mayr

    (University of Latvia/University of Applied Sciences Kufstein)

Abstract

The art of selling has undergone tremendous change throughout the years. Information and technology have made sales more efficient but have also negatively affected the customer-salesman relationship. Much of this can be attributed to the barriers built through digitization and the laptop. The tablet brings a new form to present products and share data. The flat surface removes those barriers and facilitates an exchange between customer and seller which has not been easily achieved since the move to laptops. The sense of touch is returning to the sales process after a long hiatus. Future advances in technology should further entice the senses and aim to improve the relationship between customer and salesman.

Suggested Citation

  • Richard Mayr, 2014. "Returning Lost Elements in the Sales Process: Manum Dare," Lecture Notes in Information Systems and Organization, in: Felix Piazolo & Michael Felderer (ed.), Novel Methods and Technologies for Enterprise Information Systems, edition 127, pages 19-26, Springer.
    • Handle: RePEc:spr:lnichp:978-3-319-07055-1_3
    DOI: 10.1007/978-3-319-07055-1_3
    as

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